1. Marketing Plan

2. Marketing Plan Objectives Most important piece of your plan Build on industry and marketplace analysis – define your niche Identify your customers Demonstrate how you will solve problems for customers Describe how you will reach customers – advertising sales Convince reader that there is an eager market for your product or service

3. Marketing Plan Outline Introduction Target Market Product/Service Strategy Pricing Strategy Distribution Strategy Advertising and Promotion Sales Strategy Sales and Marketing Forecasts

4. Introduction Seven sentence introduction 1.The first sentence tells the purpose of the marketing strategy. 2.The second tells how you’ll achieve this purpose, focusing upon your benefits. 3.The third tells your target market – or markets. 4.The fourth, the longest sentence, tells the marketing weapons you’ll employ. 5.The fifth tells your niche. 6.The sixth tells your identity. 7.The seventh tells your budget, expressed as a percentage of your projected gross revenues.

5. Target Market Strategy Identify the market niche you will serve Be as specific as possible Better to be too specific Benefits to target market What problems do you solve? What needs do you fulfill?

6. Two Types of Benefits Emotional Hope, fear, love guilt, greed, convenience Financial Increased profit, value pricing, save money, payback period

7. Target Market Questions What buy now? How get service? Would you be interested in …? Demographics Newspapers, magazines, TV Would you buy? Where would you expect us to advertise? Who do you consider our competition? Other comments? Levinson, “Guerrilla Marketing” 3rd edition

8. Product/Service Strategy Describe how the design of your product/service fulfills unmet marketplace needs Differentiate your product/service from the competition Explain why and how customers will switch to your product or service Describe how you will defend your product or service from competition

9. Pricing Strategy Describe and justify your pricing strategy Provide evidence that your target market will accept your price Position your strategy relative to current and potential competition NOTE: Low price often (usually) is NOT a good strategy for a startup!

10. Advertising/Promotion Describe how you will communicate with current and potential customers Advertising Public relations Personal selling Printed materials Other means of promotion Explain why this be strategy is most effective in reaching your target market Note: See Guerrilla Marketing

11. Distribution Strategy Explain how you will deliver your product or service to your customers How will your customers acquire your product or service Describe and justify the distribution channels you will use Describe how you will gain access to your planned distribution channels

12. Sales Strategy Describe to whom you must sell your product or service (not always obvious) Explain how you will “sell” An internal sales force Manufacturer's representatives Telephone solicitors Describe how you will support your sales effort internal staff service operations